The daily schedule of top listing agents (Hour by Hour)

really quick before we jump into today's episode if you are a listing agent or rather want to be a listing agent and you're currently not you want to build a multiple six-figure income in your real estate sales business without working nights without working weekends and most importantly without having to spend a ton of money buying leads that never convert I'm going to put a link for you to find out more about my listing agent Academy coaching program I'll put a link to that in the description beneath this episode so with that let's jump into today's content so the first thing I want to talk about is how to structure your day as a highly productive a high producing top real estate agent which I have to I guess assume that is what you want to be if you're here watching this content right now so let's break this down the way in which I look at this this is how I this is this is the way in which I lay out the daily structure for agents that I coach and I think you might find a lot of value in but you can be the judge of that all right so I look at this the same way as I look at maybe a football game and and stick with me even if you're not a a sports person I understand the sports analogies sometimes drive non-sports people crazy but I promise to you that this is going to make sense all right so the way in which I have this structured is the day broken out into four quarters with a pre-game plan a halftime plan in a post game plan so jumping into the pre-game Plan before the day starts here is my recommendation this is probably in the hours of between 6 a. m and 8 A. M I recommend that you do a couple things number one that we're role playing and practicing our scripts and objection handlers with a role play partner now for those of you that dismiss that automatically and say oh yeah I've heard that before let's get into this a little bit deeper role play in practice is not the time to talk about the weather talk about the kids talk about the game last night this is designed structured time for you and somebody that has the same level of commitment to success as you to truly get better to work on our craft of becoming a great salesperson so when you're working with your role play partner we want to make it as realistic as possible without being overly defensive or overly challenging for our role play Partners so that our role play Partners can leave the role play session this goes for you as well with confidence as the warm-up as they're starting their day so make sure that your sessions are no more no more than 30 minutes really they need to be 15 to 20 minutes where you and your role play partner are getting as many reps as possible maybe you're working on the new cold call opening script maybe you're working on a for sale by owner script or an expired objection get reps as many back and forth we can BS and and talk about whatever we want later but this time should be structured to the point and that we get the most value from one another the second thing is to review your business plan so once we get out of role-play and practice now we've got our business plan that always stays with us this isn't a document that you make once a year because you're all excited about the new year you shove it in some drawer that you never see again this business plan that should outline your vision your mission your goals should be a document that you have with you at all time that you review this is why I'm doing this this is why I said these things were important here's the action plan that I've built that I have committed to that will result in me achieving the goals that I have set the next thing is that we're waking up at the same time every single day we don't change it up build a routine a pre-game routine that you wake up at the same time you go and work out and after that workout before you role play before you review your business plan we're taking a cold shower I don't want to make this video about the cold shower I can just hear you in the comments right now oh cold showers blah blah blah if you do it you will find all of the benefits as to why you should consider taking a cold shower in the morning for those of you that do take cold showers in the morning you know the benefits so that is our pre-game routine now we get into quarter one quarter one is from 8 A.

M until 10 a. m it's very simple it's very basic we're going to Prospect and have new conversations with prospects between 8 and 10. that is what we do in the first quarter of the day the first two hours of the of the day we're having a minimum of 20 conversations with new prospects this does not count lead follow-up so our goal in the first quarter is to have a minimum of 20 new conversations with new prospects of which we've never talked to before this is our top of funnel activity to continue to fill the sales pipeline that is what we do in q1 let's move on to Quarter Two Quarter Two goes from 10 a.

m to noon every single day here are the six things I'm gonna have you do with inside Q2 number one lead follow-up and yes contacts from lead follow-up should be counted in our daily conversations but not to be confused with our 20 new conversations so this is when we're going to be following up with all of the leads in our sales pipeline remember most of your appointments will come out of lead follow-up not lead generation number two we're going to confirm any appointments on the calendar during this period of time between 10 and him so if you've got a listing appointment you have a showing appointment you have an inspection you're going to meet an appraiser any in-person face-to-face appointments any phone appointments any Zoom appointments any appointment on the calendar with anyone gets confirmed between 10 and noon number three this is where we can finish any last minute appointment preparation maybe you've got an updated CMA maybe you got to do a seller's net sheet from one of your listing appointments this is when you're going to prep for those appointments you don't do it first thing in the morning we're going to do it in Q2 number four prospecting cleanup this is massive okay so in the morning when you're having 20 new conversations hopefully on a daily basis 100 new conversations a week the goal is for you to generate some leads of course out of that activity well we've got to do something with those leads because too many agents tell me too many times that leads are falling through the cracks that Brandon I don't have a system I'm not organized and so we're going to use this time in Q2 between 20 10 and noon to clean up the leads that we've generated what does that mean specifically that means this that if we generate a lead we're going to get it into our database we're going to get it into our CRM we're going to get it into whatever follow-up system maybe you just have a paper folder system which a lot of my coaching clients use whatever that system is going to be we're going to clean up the leads that we've generated from that first quarter prospecting activity number five we're then going to send out our handwritten thank you cards to any and all new leads that we've generated for the day don't let that sit there you should have a stack of thank you cards sitting on your desk ready to go hand addressed ready to go you've got that thank you card ready already written you've got a business card magnet that is inside of that thank you card and we're sending those out to any new leads that we generate number six we update our sales tracker that's the last piece of Q2 before half time so hopefully you've got some type of paper Tracker Where You're tallying you're keeping track of the number of contacts you had the the number of dials your start time your start your your end time of prospecting how many appointments you set all of that information we're going to then input into a sales conversion tracker now q1 Q2 those are all income generating activities we get those done before noon and if you do you would have done more than 99 of your competitors so congratulations to you on that now we break for half time which is lunch okay if you're making your lunch and you're paying attention to your diet because you understand how important the diet is maybe you bring your lunch if you're gonna go out to lunch utilize the time to have lunch with a referral partner during halftime so if you're doing business with a probate attorney or a divorce attorney have lunch use that as a as an opportunity to build and strengthen relationships with referral Partners now after you've taken a break you have a mental break because you've been working your rear end off practicing amazing self-discipline month-like focus in q1 and Q2 now you get that mental break now we get into Q3 Corner three is from 1 pm to 3 P. M all right now here are the things we want to do in this time this is when we're gonna we call this admin time so it's this period of time that I think screws up a lot of real estate agents because they're trying to put what we call income servicing activities which is all quarter three into the first half we cannot do that we have to wait to do the administrative tasks which most agents are tricking themselves to believe that those should take priority over lead generation and it simply is not the case so what does this mean this means returning all phone calls text messages voicemails and emails you've got a time in the calendar to do those things so that you're not distracted every time the phone rings oh I gotta grab that that's my lender that's my that's my client I've got to stop prospecting stop building my future to go deal with this income certain note where don't do that because we've got time in the calendar to do that in Q in quarter three the next thing that we're going to do is we're going to work on all of our pending files so any deal you have under contract anything that you have to do any tasks you have to do with the contract to close you're going to do it in Q3 you've got to call the lender back update the title company send an addendum chase down some type of of W-2 or paperwork or whatever you need this is when you're going to do it this is the also the time you're going to work on new listings so you got a new listing last night congratulations this is the time you're going to spend inputting into the MLS if you don't have an assistant yet this is the time for that and then lastly offer negotiations this is when we present all offers to our sellers it's in Q3 presenting offers and offer negotiations is an income servicing activity it is not an income generating activity so we're gonna we're gonna present all offers to our clients let the offers come into your inbox don't let that be a distraction Brandon I got an offer I've got to drop everything because I got an offer on my listing because I am so desperate for a commission check I've got to drop everything and jump all over this offer well that's what the needy desperate amateur does be a professional follow a schedule and that way you can be under control you don't have to ride the emotional roller coaster like so many other agents so that's Q3 let's get into Q4 Q4 is from 3 P. M to 6 p.